Motivated by guilt and low felt trust: The impact of negotiators' anger expressions on the implementation of negotiated agreements

Prior research has identified benefits from certain emotion tactics in negotiation, particularly expressing anger to achieve short‐term gains. We demonstrate that such tactics can be strategically problematic due to their impact on an actor's emotions and felt trust. Through five studies, we find that negotiators' use of anger tactics during a negotiation increased their feelings of guilt and reduced the extent to which they felt trusted by their counterpart following the negotiation. We found this guilt to be the result of their aggressive tone and how they treated their counterpart. The guilt and diminished felt trust in turn motivated negotiators to engage in greater cooperative behaviors during the deal implementation process that benefited their counterpart, even if doing so was costly to the negotiator. Our results demonstrate that negotiator guilt and felt trust resulting from anger tactics influence the dynamic relationship between negotiators and their counterparts. This in turn has strategic implications for negotiators, who attempt to mitigate these negative feelings during the crucial implementation phase of a negotiated agreement.     

Emotional faces in neutral crowds: Detecting displays of anger,happiness, and sadness on schematic and photographic images of faces

Detection of angry, happy and sad faces among neutral backgrounds was investigated in three single emotion tasks and an emotion comparison task using schematic (Experiment 1) and photographic faces (Experiment 2). Both experiments provided evidence for the preferential detection of anger displays over displays of other negative or positive emotions in tasks that employed all three target emotions. Evidence for preferential detection of negative emotion in general was found only with schematic faces. The present results are consistent with the notion that the detection of displays of anger, and to some extent sadness, does not reflect on a pre-attentive mechanism, but is the result of a more efficient visual search than is the detection of positive emotion.     

Expectancy Disconfirmation and Negotiator Reactions Across Negotiation Episodes

In the negotiation literature, relatively little attention has been paid to the impact of negotiator goals and expectancy disconfirmations on negotiator behaviors and affective outcomes. We found that negotiators with larger negative expectancy disconfirmations were less satisfied; set lower targets for a subsequent negotiation; and were more likely to settle with the other party in the second negotiation, rather than requiring third-party imposition of a settlement. Those negotiators who settled had more positive feelings and perceptions about the negotiation and set higher targets for a third negotiation. Further, negotiators who experienced repeated high levels of negative expectancy disconfirmation also experienced the greatest decrements in their feelings and perceptions across negotiation episodes. Implications of study findings for future research are discussed.     

Emotional Responses to Disfigured Faces: The Influences of Perceived Anonymity,Empathy, and Disgust Sensitivity

Two experiments investigated self-reported emotional reactions to photographs of people with attractive, unattractive, or structurally disfigured faces. In Experiment 1, participants viewing disfigured faces reported raised levels of sorrow and curiosity but not raised levels of negative emotions. In Experiment 2, there was more negative emotion and less positive emotion reported under conditions of relatively high anonymity, compared to low anonymity, specific to disfigured faces, suggesting that self-reports are influenced by social desirability. Trait empathy was associated with sorrow and negative emotions when viewing disfigured faces. Disgust sensitivity was associated with negative emotions and inversely associated with positive emotions.     

Hope, pride, and processing during optimal and nonoptimal times of day

We examine the conditions under which the distinct positive emotions of hope versus pride facilitate more or less fluid cognitive processing. Using individuals' naturally occurring time of day preferences (i.e., morning vs. evening hours), we show that specific positive emotions can differentially influence processing resources. We argue that specific positive emotions are more likely to influence processing and behavior during nonoptimal times of day, when association-based processing is more likely. We show in three experiments that hope, pride, and a neutral state differentially influence fluid processing on cognitive tasks. Incidental hope facilitates fluid processing during nonoptimal times of day (compared with pride and neutral), improving performance on tasks requiring fluid intelligence (Experiment 1) and increasing valuation estimates on tasks requiring that preferences be constructed on the spot (Experiments 2 and 3). We also provide evidence that these differences in preference and valuation occur through a process of increased imagination (Experiment 3). We contribute to emotion theory by showing that different positive emotions have different implications for processing during nonoptimal times of day.     

I feel,therefore you act: Intrapersonal and interpersonal effects of emotion on negotiation as a function of social power

We examine how emotion (anger and happiness) affects value claiming and creation in a dyadic negotiation between parties with unequal power. Using a new statistical technique that analyzes individual data while controlling for dyad-level dependence, we demonstrate that anger is helpful for powerful negotiators. They feel more focused and assertive, and claim more value; the effects are intrapersonal, insofar as the powerful negotiator responds to his or her own emotional state and not to the emotional state of the counterpart. On the other hand, effects of emotion are generally not intrapersonal for low-power negotiators: these negotiators do not respond to their own emotions but can be affected by those of a powerful counterpart. They lose focus and yield value. Somewhat surprisingly, the presence of anger in the dyad appears to foster greater value creation, particularly when the powerful party is angry. Implications for the negotiation and power literatures are discussed.     

Emotions naturally and laboriously expressed: Antecedents,consequences, and the role of valence

The emotion regulation literature has focused primarily on comparing the methods of surface acting and deep acting, yet scholars have also noted the importance of naturally felt emotions as a means for achieving a desired emotional display. The literature has also mainly examined positive displays, yet there are many situations that call for the display of negative emotions. To advance theory and research, we draw from theory on central principles of approach/avoidance motivation to understand why an individual would choose a given emotional display method, as well as the extent to which a given method is beneficial versus harmful to individuals. In doing so, we identify the valence of the emotion being displayed as a critical factor influencing the benefits and detriments of emotional display methods. Results of a 3-week experience-sampling study of 218 employees revealed that mood was associated with the natural display of positive emotion, promotion focus was associated with deep acting, and prevention focus was associated with surface acting. In positive display contexts, displaying emotion naturally was most beneficial (in terms of effects on emotional exhaustion, job satisfaction, and work withdrawal), whereas surface acting was most detrimental. In negative contexts, this relationship pattern was reversed.     

The agony of victory and thrill of defeat: Mixed emotional reactions to disappointing wins and relieving losses

Because of counterfactual comparisons, good outcomes that could have been better (i.e., disappointing wins) and bad outcomes that could have been worse (i.e., relieving losses) elicit relatively middling ratings on bipolar emotion scales. We conducted two experiments with gambles to examine whether such outcomes elicit neutral emotions, sequentially mixed emotions of positive and negative affect, or simultaneously mixed emotions. In Experiment 1, static unipolar measures of positive and negative affect revealed that disappointing wins and relieving losses elicit mixed emotions, rather than relatively neutral emotions. In Experiment 2, participants provided continuous unipolar measures of positive and negative affect by pressing one button whenever they felt good and another button whenever they felt bad. Results revealed that disappointing wins and relieving losses elicit positive and negative affect simultaneously, rather than in alternation.     

The interpersonal effects of emotions in negotiations: a motivated information processing approach

Three experiments tested a motivated information processing account of the interpersonal effects of anger and happiness in negotiations. In Experiment 1, participants received information about the opponent's emotion (anger, happiness, or none) in a computer-mediated negotiation. As predicted, they conceded more to an angry opponent than to a happy one (controls falling in between), but only when they had a low (rather than a high) need for cognitive closure. Experiment 2 similarly showed that participants were only affected by the other's emotion under low rather than high time pressure, because time pressure reduced their degree of information processing. Finally, Experiment 3 showed that negotiators were only influenced by their opponent's emotion if they had low (rather than high) power. These results support the motivated information processing model by showing that negotiators are only affected by their opponent's emotions if they are motivated to consider them.     

Monitoring of learning for emotional faces: how do fine-grained categories of emotion influence participants’ judgments of learning and beliefs about memory?

Researchers have evaluated how broad categories of emotion (i.e. positive and negative) influence judgments of learning (JOLs) relative to neutral items. Specifically, JOLs are typically higher for emotional relative to neutral items. The novel goal of the present research was to evaluate JOLs for fine-grained categories of emotion. Participants studied faces with afraid, angry, sad, or neutral expressions (Experiment 1) and with afraid, angry, or sad expressions (Experiment 2). Participants identified the expressed emotion, made a JOL for each, and completed a recognition test. JOLs were higher for the emotional relative to neutral expressions. However, JOLs were insensitive to the categories of negative emotion. Using a survey design in Experiment 3, participants demonstrated idiosyncratic beliefs about emotion. Some people believed the fine-grained emotions were equally memorable, whereas others believed a specific emotion (e.g. anger) was most memorable. Thus, beliefs about emotion are nuanced, which has important implications for JOL theory.     

Can Nervous Nelly negotiate? How anxiety causes negotiators to make low first offers,exit early,and earn less profit

Negotiations trigger anxiety. Across four studies, we demonstrate that anxiety is harmful to negotiator performance. In our experiments, we induced either anxiety or neutral feelings and studied behavior in negotiation and continuous shrinking-pie tasks. Compared to negotiators experiencing neutral feelings, negotiators who feel anxious expect lower outcomes, make lower first offers, respond more quickly to offers, exit bargaining situations earlier, and ultimately obtain worse outcomes. The relationship between anxiety and negotiator behavior is moderated by negotiator self-efficacy; high self-efficacy mitigates the harmful effects of anxiety.     

积极情绪对任务转换的影响

通过两个行为实验考察了积极情绪图片所诱发的情绪状态对任务转换的影响及其机制。研究任务是数字分类任务,分为保持和转换两个阶段。首先要求被试对靶刺激形成一定的习惯化反应,然后改变任务要求。实验1以53名大学生为被试,分别在积极情绪、消极情绪和中性条件下完成任务,发现在与中性条件相比时,积极情绪促进任务转换,消极情绪延缓任务转换。实验2以37名大学生为被试,增加了一种转换条件,考察积极情绪促进任务转换的心理原因,结果表明积极情绪因偏好新异刺激而促进任务转换     

愤怒情绪对延迟折扣的影响：确定感和控制感的中介作用

本研究基于评估倾向理论, 通过3项实验考察了特定负性情绪(愤怒)对延迟折扣的影响, 并探究确定感和控制感评估倾向在这一关系中的作用。实验1考察愤怒情绪对延迟折扣的影响, 结果发现, 愤怒组被试的延迟满足倾向显著强于恐惧组和控制组。实验2采用实验因果链设计考察确定感和控制感评估倾向在愤怒情绪影响个体延迟折扣中的作用, 结果发现, 愤怒情绪可以有效增强个体的确定感和控制感(实验2a), 同时确定感和控制感能够增强个体的延迟满足倾向(实验2b)。实验3采用中介测量设计考察确定感和控制感评估倾向在愤怒情绪影响个体延迟折扣中的作用, 结果发现, 确定感和控制感评估倾向在愤怒情绪影响个体延迟折扣中起完全中介作用。本研究结果表明, 当个体进行跨期决策时, 体验到与确定感和控制感有关的偶然愤怒情绪会增强其延迟满足倾向。本研究对探究特定负性情绪对个体延迟折扣的影响具有一定的启示意义。     

服务消费中多次情绪感染对消费者负面情绪的 动态影响机制

在深入剖析情绪感染心理机制的基础上,深入研究了在服务消费中多次情绪感染对消费者负面情绪的动态影响。作者采用实验法,使用真实情景录像作为刺激物,验证了在服务消费中,正向情绪感染和负向情绪感染都是真实存在的,并且服务人员的情绪、语言和行为都会对消费者负面情绪产生持续的动态影响,同时证实了情绪感染敏感度对情绪感染过程产生明显的调节作用。     

Emotion words and categories: evidence from lexical decision

We examined the categorical nature of emotion word recognition. Positive, negative, and neutral words were presented in lexical decision tasks. Word frequency was additionally manipulated. In Experiment 1, “positive” and “negative” categories of words were implicitly indicated by the blocked design employed. A significant emotion–frequency interaction was obtained, replicating past research. While positive words consistently elicited faster responses than neutral words, only low frequency negative words demonstrated a similar advantage. In Experiments 2a and 2b, explicit categories (“positive,” “negative,” and “household” items) were specified to participants. Positive words again elicited faster responses than did neutral words. Responses to negative words, however, were no different than those to neutral words, regardless of their frequency. The overall pattern of effects indicates that positive words are always facilitated, frequency plays a greater role in the recognition of negative words, and a “negative” category represents a somewhat disparate set of emotions. These results support the notion that emotion word processing may be moderated by distinct systems.     

情绪对跨期决策的影响：来自单维占优模型的解释

跨期决策的研究表明, 积极情绪和消极情绪状态下的跨期决策行为存在显著差异。本研究从单维占优模型的角度, 揭示情绪影响跨期决策的过程机制。实验1通过诱发被试的积极和消极情绪, 发现积极情绪下被试的时间折扣率更低, 有更强的选择延迟选项的倾向。实验2运用“模拟天平任务”测量了跨期决策时的维度间差异比较, 检验单维占优模型对情绪影响跨期决策的解释性。结果发现, 维度间差异比较在情绪对跨期决策的影响中起中介作用。实验3a和实验3b分别运用时间和金钱启动策略操纵维度间差异比较过程, 再次验证单维占优模型的解释作用。 结果发现, 情绪对跨期决策的效应随着时间和金钱的启动而消失, 进一步支持了维度间差异比较的中介作用。本研究从决策过程的角度, 揭示了情绪影响跨期决策的心理机制, 并进一步为单维占优模型对跨期决策行为的解释性增加了支持性证据。     

Market forces,negotiator frames and transaction outcomes

Although implicit framing differences have been advanced as an explanation of the buyers advantage, two necessary preconditions must be met to sustain this model: a demonstration that negatively-framed negotiators are advantaged in negotiations and that buyer role labels invoke a negative frame. A modification of Neale, Northcraft, Magliozzi and Bazerman s (1986) simulation created a role-neutral setting in which positively-framed negotiators bargained against negatively-framed negotiators, thus testing the first of these preconditions. Experiment 1 found no differences in the outcomes of positively- and negatively-framed negotiators, a finding that could be attributed to relatively low market competitiveness. A second experiment, by creating power imbalanced negotiation markets, sought to increase market distributiveness and strengthen framing effects. Results showed that both high power and negatively-framed negotiators were significantly advantaged, providing conditional support for the implicit framing model, However unlike role, frame interacted with power suggesting that the two variables are not functionally equivalent. These findings are interpreted to suggest that factors other than implicit framing differences account for the buyers advantage. More generally these results suggest that frame is responsive to situational variables and that such variables, by influencing negotiation processes, mediate the relationship between negotiator frames and negotiation outcomes.     

The influence of emotion on face processing

According to the broaden-and-build theory, positive emotions broaden one's thought-action repertoire, which may manifest as a widened attentional scope in cognitive processing. The present study directly tests this hypothesis by examining the influences of induced emotions (positive, neutral and negative) on holistic processing of face (Experiment 1) and face discrimination (Experiment 2). In both experiments, emotions induced with images from the International Affective Picture System significantly interacted with face processing. That is, positive emotions engendered greater holistic face encoding in a composite-face task in Experiment 1 and more accurate face discrimination in Experiment 2, relative to the neutral condition. In contrast, negative emotions impaired holistic face encoding in the composite-face task and reduced face discrimination accuracy. Taken together, these results provide further support for the attentional broadening effect of positive affect by demonstrating that induced positive emotions facilitate holistic/configural processing.     

Effects of incidental positive emotion and cognitive reappraisal on affective responses to negative stimuli

Previous studies have identified two powerful ways to regulate emotional responses to a stressor: experiencing incidental positive emotions and using cognitive reappraisal to reframe the stressor. Several cognitive and motivational theories of positive emotion support the formulation that incidental positive emotions may facilitate cognitive reappraisal. To test the separate and interacting effects of positive emotions and cognitive reappraisal, we first adapted an established picture-based reappraisal paradigm by interspersing blocks of positive emotion inducing and neutral pictures. Across two pre-registered studies (Studies 1, 2), reappraisal effectively decreased self-reported negative emotions and increased self-reported positive emotions; however, experiencing incidental positive emotions did not facilitate reappraisal success. In another preregistered study (Study 3), we employed a more powerful positive emotion induction via virtual reality (VR), used a social stress anticipation task, and instructed participants to reappraise the anticipated stressor positively. Although there was a robust effect of the positive emotion induction (relative to the neutral induction) on feeling more positive emotions throughout stress anticipation, the results again indicated that incidental positive emotions did not facilitate cognitive reappraisal. We propose that incidental positive emotions and cognitive reappraisal may constitute separate pathways of influence when regulating one's responses to negative events.     

情绪的动机强度与工作记忆任务类型的协调性对自我控制任务的影响

考察趋近动机强度不同的积极情绪和回避动机强度不同的消极情绪与工作记忆的协调性对自我控制任务的影响。结果发现,与高趋近动机的积极情绪、高回避动机的消极情绪以及中性情绪相比,在低趋近动机的积极情绪下完成言语工作记忆以及在低回避动机的消极情绪下完成空间工作记忆,工作记忆成绩提高,而Stroop分数降低,这表明情绪与工作记忆的协调性受到情绪动机强度的影响。